Insights
Why buyers choose, and why they hesitate.
Perspectives on go-to-market, positioning and applied AI for technology leaders, advisers and investors.
Why another marketing agency isn’t right for you?
You need to increase sales. You compile a brief You go to 3 to 5 agencies to request a proposal or quote You receive 3 to…
Read StrategyDo you really need a PPC Agency?
Businesses often employ PPC (pay per click) agencies when they’re looking to substantially increase online sales. But before you start contacting PPC agencies in the hope…
Read B2B Marketing, StrategyHow to Write a Digital Marketing Brief
This framework is key in helping shape a B2B strategy to reaching your objectives.
Read B2B MarketingUncover your Organisations ‘Why’
Simon Sinek’s “Why” methodology suggests that businesses should focus on the “why” behind their ideas in order to create a powerful and appealing story that resonates…
Read B2B MarketingHow misalignment is damaging your business growth
Business misalignment can limit your organisation’s ability to grow. It can lead to stagnation for your finances and dissatisfaction among your stakeholders. Fortunately, it is completely…
Read B2B Marketing, StrategyWhy standing still is not an option
All companies go through it, but when you hit a wall, you have some choices - the worst, is inaction, or to do nothing. This post…
Read B2B Marketing, StrategyWhat is consistent branding and why does it matter?
Branding is a complicated business. Brand managers have the awesome task of creating a brand that makes an impact, that buyers can relate to and that…
Read B2B MarketingHow do I set achievable goals to drive business growth?
Business goals are an essential part of business success. Without goals, we cannot measure the effectiveness of our businesses. But it’s also important that the goals…
Read B2B Marketing, StrategyWhat’s more important – lead quantity or lead quality?
Every business wants more leads. We all know that more leads mean more business – this is why it’s easy to become focused on the numbers.…
Read PodcastWhat is demand generation? and how can it boost your long term success
Reggie James & Jim DeMicco In this episode, host Jim DeMicco of Skyline Studio is joined by Reggie James to discuss the topic ‘What is demand generation marketing?’…
Read PodcastNavigating the complexities of AI & digital marketing – 5th Feb 2024
Reggie James featured on Market Impact Insights Podcast Reggie talks to Connie Whitman of the Sales Game. Connie’s motivational quote for the day was by – Bob Lord, “The…
Read PodcastThe most effective strategies for digital marketing and branding success
Reggie James with John Golden Podcast - 20th January 2024 The Evolution of Digital Marketing: A Conversation with Reggie James https://open.spotify.com/episode/5f5bm0S6MQrVZ4gEP58MvM?si=nXARtpl5ShG310ZD5gt8ZQ We recently had the pleasure…
ReadA tool to use this week
Why interested buyers don’t buy.
Five questions to examine one stalled opportunity before you change the pitch. A first pass takes about 15 minutes.
Use the emails, proposal or notes you already have. Write what the buyer actually said. Where you are guessing, write unknown.
01Why change?
What problem did the buyer say they needed to solve? What happens if they leave it unresolved? Use their words or evidence; otherwise write unknown.
02Why now?
What makes this a priority alongside everything else they could spend time or money on? A deadline needs a source.
03Why this offer?
What are they comparing you with, including doing nothing? What matters to them that your offer can credibly deliver? Could this answer apply to almost any buyer? If so, make it specific to this opportunity.
04Why believe it?
Which claim needs proof? What evidence have they seen, and what did they say about it? A case study is useful when it addresses their concern.
05How does buying happen?
Who else is involved? What must they approve, and what would adopting the offer require? Include budget, procurement, implementation and switching effort where relevant.
Seeing the same issue across several deals?
Bring the opportunities to a conversation. We’ll look at what they have in common and what to fix first.
A 25-minute conversation. No preparation required.